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Cisco Partner Weekly Rewind – February 12, 2016

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Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

Hi folks. I hope you all had an outstanding week. We’re gearing up for Marketing Velocity and Partner Summit 2016 coming up in a few weeks in San Diego.

If you can’t make the event in person, be sure to register for the Virtual Partner Summit, where you can stream live the keynote speakers and find out how to watch more sessions on-demand after the event.

Also, you can follow all the action right here on the partner blog.

Now, let’s get to the stories!

Cisco Celebrates SAP® Partner Excellence Awards in Asia Pacific and Japan, and North America

As a long-standing partner with SAP, the annual SAP Field Kick-off Meeting (FKOM) is always an exciting time for us here at Cisco.

The SAP Partner Excellence Awards are presented to partners there that commit to accelerate the customers’ journey to become digital enterprises, powered by SAP HANA.

This year, Cisco took home 3 of these awards. New Blogger, Dawn Duross, shared why this is a proud achievement for Cisco. Find out more details right here.

Grow Customer Lifetime Value with the Secret Sauce

The Customer Success team delivers awesome content each month, designed to help you drive business outcomes for your customers.

Scott Schell returned this week to offer up his ‘Secret Sauce’ to growing Customer Lifetime Value (CLV). I wouldn’t miss his keen advice or the upcoming webinar for partners.

So jump over to his post and see what that secret sauce is all about!

Good Reads

In the news

Keep an Eye Out: Partner Promotions, Updates, Events and More…

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Cisco Celebrates SAP® Partner Excellence Awards in Asia Pacific and Japan, and North America

SAP recognized Cisco with top awards at its annual SAP Field Kick-off Meeting (FKOM) events. As part of these meetings, SAP executives nominate its top-performing partners that help customers adopt innovation easily, gain results rapidly, grow sustainably, and run more simply with SAP solutions.  We’re thrilled to announce that Cisco is the recipient of three SAP Partner Excellence Awards 2016 in the following categories:

  • Top Technology: Technology Partner of the Year – Asia Pacific and Japan (APJ)
  • Internet of Things – APJ
  • SAP HANA Technology Innovation – North America

At the APJ awards ceremony held in Singapore in early January, we were specifically recognized as one of the thought leaders in the IoT space in APJ, with Cisco influencing a number of IoT projects through a series of IoT forums we held in 2015.  SAP also highlighted our work to engage in several customer proof-of-concepts and innovation use cases to influence SAP deals, many of which were SAP S/4 HANA.

AwardsSAp1Cisco’s SAP team in APJ accepts the SAP APJ Partner Excellence Award 2016 for Top Technology (Technology Partner of the Year) and for Internet of Things.

Meanwhile in North America, Cisco received the award for SAP HANA Technology Innovation.  Cisco, an SAP global technology partner, co-innovated with SAP to create a data center specifically designed for customer Proofs of Concept. This Petabyte-scale solution leverages Cisco’s policy based data center infrastructure and automation. It enables customers to test the automated deployment and governance of SAP® HANA, SAP Business Warehouse powered by SAP HANA®, SAP® S/4HANA and SAP HANA Vora™, and validate specific use cases and business scenarios.

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Growing Customer Lifetime Value: Here’s the Secret Sauce…

Your customers are the most important drivers of growth for your business. They’re often the reason new clients seek you out, and they serve as the source for post-sale opportunities and recurring revenue. It’s the simple truth.

But what’s also true is that in today’s digital age and dynamic business environment, where trust and loyalty isn’t what they used to be, maintaining customer health can be challenging to say the least.

So, what’s the “secret sauce” to staying on top of customer expectations and growing the value of your CLV secret sauce (2)installed base?

The answer is all in how you manage your customer data. Clean, actionable data intelligence can help you deliver greater value to the customer, create personalized experiences, accelerate revenue and profits, and serve as the primary catalyst for building customer lifetime value (CLV).

The Ultimate Goal: Expanding Customer Relationships

Growing CLV may mean different things to different people, but I think of it first and foremost as improving the end-to-end customer experience.  It’s the concept of serving customers well beyond that first deal and addressing the full lifecycle across all customer touch points. Along the way, customer satisfaction is improved, and for any sales organization,  there’s no denying that retention is tremendously important. Think about this:

  • Cost: Acquiring a new customer is anywhere from 5 to 25 times more expensive than retaining an existing one. (Source: Harvard Business Review )
  • Profits: Increasing customer retention by 5% can increase profits by a whopping 25 – 90%. (Source: Harvard Business Review/Bain & Company)
  • Value: 82% of companies agree that retention is less costly to execute than new logo acquisition, supporting the idea that ongoing profit from a customer lifetime is higher than any one single transaction. (Source: Forbes)

Your Greatest Limiting Factor: Bad Data

There are many roadblocks to CLV growth, and poor data quality is the top limiting factor today. Disparate data along with outdated, incomplete or inaccurate records can hurt communications, resulting in customer engagement that misses the mark, or sales opportunities that slip through the cracks.

Growing CLV requires that a sales organization effectively manage the data residing in their CRM, ERP, pricing, point of sale, entitlement and other systems. Aggregating and cleansing these disparate data sources to make the information complete and actionable is critical to providing a full 360-degree picture of the customer lifecycle.  Enriched, actionable data can enable your team to know precisely who to reach out to and when, with a message or offer that addresses the customer’s specific needs at that point in time.

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Cisco Partner Weekly Rewind – February 5, 2016

Cisco Partners Weekly Rewind Banner-650

Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

You Spoke: Big Data Analytics Drive Faster Time to Services Quotes

Throughout the year, our partners provide feedback to us about their experience doing business with Cisco. Well, as you know, it’s simply not enough to just gather feedback; it’s our duty to you to report back on how we’ve listened and acted on your input.

Our We’re Listening Blog Series allows us to do just that. Check out the latest entry, which discusses improvements around the services ordering process based on customer and partner feedback.

Enroll for VIP 27

It’s that time of year again. Partners can now join our latest period of Value Incentive Program.

VIP 27 offers you the chance to earn rebates when selling targeted Cisco products, architectures, solutions, and services within a six-month rolling period.

The enrollment period has begun, so make your move now.

Good Reads

In the News

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Protecting Innovation

Earlier today the International Trade Commission issued a preliminary ruling in the first of their ITC investigations related to Arista’s systemic copying of Cisco’s intellectual property. This decision represents the beginning of the end for Arista’s systemic copying of Cisco’s intellectual property. Please read Mark Chandler’s blog for additional information.

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